Making the Technical Sale: Real World Training for the Successful Sales Consultant

Rick Greenwald; James Milbery

ISBN 10: 0966288998 / ISBN 13: 9780966288995

Published by Muska & Lipman Publishing, 2001

About this Item

Fast Free Shipping â Very Good condition book with a firm cover and clean pages. Shows normal use and some light wear or limited notes markings. A solid, nice copy to enjoy.

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Bibliographic Details

• Title: Making the Technical Sale: Real World Training for the Successful Sales Consultant
• Publisher: Muska & Lipman Publishing
• Publication Date: 2001
• Language: English
• ISBN 10: 0966288998
• ISBN 13: 9780966288995
• Binding: Soft cover
• Condition: very_good

About this title

Synopsis

The technical sales professional fills a valuable role in the sales cycle of a software product. This book discusses how technical sales is different from general sales, details the full range of skills needed by technical sales professionals, illuminates the typical tasks technical sales professionals handle, and explores the role these people play on the sales team. It covers basics such as presentation skills, working in a team, and time management; specifics such as creating and delivering demos, working with groups of prospects, handling objections, and competitive positioning; and the overall technical sales cycle. Sales and project managers, consultants, and technical sales professionals will benefit from the depth of training offered in this book.

About the Author

James F. Milberry of Easton, Pennsylvania, is principal of Milberry Consulting Group. Before founding his own business, he spent several years as a technical sales force manager, most recently with software providers Revere Inc. and Ingres Corp. He has personally trained more than 700 sales consultants in his career. He is co-author with Richard E. Greenwald of "The Oracle WebDB Bible."